5/06/2013

from (title unknown)by Kyle Porter
There’s a big difference between first and second place in sales. And anyone with a pulse who’s read this blog knows that the last few years have transformed our industry. These factors have changed what it takes for reps to become sales champions.
A great paper came out yesterday (courtesy of the team at Rain Group) that describes these changes. They analyzed over 700 business-to-business purchases from buyers that represent $3.1 billion in annual purchases.
They then reported the top 10 factors that most separate sales winners from second-place finishers. This is a buyer report on what sales champions do best. We translated these 10 factors into a simple slide-deck. See below:

No comments:

Google+ Followers

Rocket Builders

Follow by Email

About Me

Reg Nordman is the Managing Partner for Rocket Builders, a sales and marketing consultancy for high growth companies. He works with large and small companies such as , Asentus, Maximizer, Sophos, Microsoft Canada, and Research in Motion. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore.

Over the past 30 years this experience has spanned mining engineering at Anaconda Mines, teaching elementary and high school, working for the BC Provincial Government, lecturing on computing for the University of Victoria and University of British Columbia, sales for Unisys, Commodore, and Simply Computing/Strider Computer Centres, TNL Group, Westpro Construction, and Merit Consultants International. For his clients, Reg assists them in breaking through various sales and marketing challenges to grow the business. Using RocketBuilders Precision Sales and Marketing process he helps CEOS understand the dirty little secret about Sales and Marketing. What is that secret ? It has two parts. One, 95% of the money spent today by Sales and Marketing departments is “wasted” . Two, 100% close rations can be achieved.Â Reg is focused on getting clients “more effective selling time”.Reg has been publishing executive book reviews for his clients since 2002, and a blog since 2004. He has a BASc. (Mining) from the University of British Columbia, an M.Ed. (Curriculum Studies) from the University of Victoria and a Diploma in Management Skills in Applied Technology from Simon Fraser University. He is a member of the UBC Keevil School of Mines Industry Advisory Committee and has served on numerous community volunteer groups.